The relationship between networking behaviors and the Big Five personality dimensions

an article by Hans-Georg Wolff, (University of Erlangen-Nürnberg, Germany) and Sowon Kim, (University of Geneva) published in Career Development International Volume 17 Issue 1 (2012)

Abstract

Purpose
The purpose of this paper is to suggest a comprehensive framework to elucidate the relationship between personality and networking. Using the Five Factor Model as a framework, the paper aims to argue that traits tapping into social (i.e. extraversion, agreeableness) and informational (i.e. openness to experience) features are relevant in explaining how individual dispositions facilitate networking behaviours. Moreover, it aims to delineate structural and functional differences in networking (i.e. building, maintaining, and using contacts within and outside the organisation) and to theorise how these differences yield differential relationships of personality traits with networking dimensions.
Design/methodology/approach
Online surveys were administered to two samples, from Germany and the UK, respectively (n=351). Structural equation modelling is used to test the hypotheses.
Findings
Personality traits reflecting social (extraversion) and informational aspects (openness to experience) are broadly related to networking in general. The paper also finds support for differential relationships, for example, agreeableness is related to internal, but not external networking. Both conscientiousness and emotional stability are not related to networking behaviours.
Practical implications
The findings help explain why some individuals experience more barriers to networking than others and can be used in networking trainings. Practitioners should also note that there is more than extraversion to accurately predict networking skills in selection assessments.
Originality/value
The paper provides further insights into determinants of networking, which is an important career self-management strategy. It also offers an integrative framework on the personality-networking relationship as prior research has been fragmentary. Establishing differential relations also furthers understanding on core differences between networking dimensions.

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